About this role.
Obsidian Security is hiring an Enterprise Account Executive to drive new-logo acquisition across the Southeast, with a preference for candidates in the Atlanta metro area. The role owns territory and account planning, prospecting, qualification, pipeline management, forecasting, and closing against monthly, quarterly, and annual targets. The successful candidate will sell a SaaS security platform to enterprise and F1000 accounts while partnering closely with sales engineering, customer success, support, alliances, and channel partners. Candidates need at least five years of enterprise sales experience, strong C-level relationship-building ability, disciplined CRM hygiene, and the ability to articulate cybersecurity value to complex buyers.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would segment accounts by ICP fit, security maturity, SaaS exposure, strategic partner overlap, and likelihood of an active initiative. I would map buying committees, create account-specific value hypotheses, establish pipeline coverage targets, and review progress weekly to adjust outreach, partner activity, and deal strategy.
I tailor the discussion to each stakeholder. With executives, I focus on business risk, breach prevention, governance, and measurable outcomes; with security practitioners, I validate technical use cases, integrations, detection capabilities, and deployment requirements. I then connect both perspectives in a mutual action plan.
I confirm the customer problem, business impact, security initiative, decision process, stakeholders, technical requirements, timing, budget path, and competitive landscape. I use these findings to determine whether there is a compelling event and a realistic path to a validated proof of value and close.
I use objective exit criteria for every stage, document stakeholder commitments and next steps in the CRM, and distinguish customer-validated dates from internal assumptions. I regularly inspect deal risks, multi-threaded engagement, technical validation status, procurement steps, and mutual close plans before committing forecast categories.
I would identify whether a partner has executive access, complementary technology, implementation influence, or a shared account plan. I would align early on customer value, roles, and next actions, then coordinate joint discovery, executive engagement, and solution validation while retaining clear ownership of the sales process.
Obsidian Security is the leading SaaS security platform, trusted by global enterprises like Snowflake, T-Mobile, and Algolia. We protect 200+ organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand, including many of the world’s largest Fortune 1000 and Global 2000 companies.
Founded in 2017 and backed by top investors like Greylock, Obsidian was built to close a critical gap: securing SaaS apps where business happens—Microsoft 365, Salesforce, and hundreds more. The company does this by offering a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Obsidian was built by leaders who redefined endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. Now, they’re transforming how SaaS is secured.
With AI driving rapid SaaS growth and complexity, agentic AI tools gain privileged access to sensitive data through integrations, creating new risks most security tools miss. Obsidian uniquely detects anomalous OAuth token activity and manages integration risks. Major announcements are on the horizon. Recognizing that SaaS security needs to evolve, Obsidian enables growing organizations to start with a lightweight, prevention-focused browser extension and expand coverage over time.
With global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise ahead, Obsidian is scaling rapidly toward long-term growth and IPO readiness.
About the Team:
We’re looking for a hardworking, focused and driven Enterprise Account Executive to channel energy, passion and initiative into new logo acquisition. You’ll be responsible for developing and executing against a comprehensive account/territory plan whilst working collaboratively with our internal and external resources. This is a 100% remote role with location preference in the Atlanta metro region with ability to travel within and outside of this region.
About the Role:
- Proactively, identify, qualify and close sales pipeline across your territory and accounts
- Close business to meet and exceed monthly, quarterly and annual business targets
- Demonstrate an extensive understanding of the Obsidian Security offering and our value to our customers
- Align with our partners and alliances to optimize opportunities
- Partner with internal resources across Sales Engineering, Customer Success and Customer Support
- Demonstrate accurate pipeline forecasting and management
- Actively participate in our sales enablement training
About You:
- 5+ years of enterprise sales experience
- Working knowledge of sales concepts, methods and techniques
- Experience evangelizing new technology into F1000 accounts.
- Able to maintain and manage existing client relationships and accounts.
- Able to utilize existing client and/or C-Level relationships, as well as build new relationships across IT Security as well as other lines of business.
- Self Starter that creates and maintains a sales pipeline by capturing accurate and complete information in selected CRM databases including activity, closing, project forecast, close ratios and market intelligence.
- Strong ability to understand a customer’s business issues and needs and be able to articulate and map back value to a solution.
- Strong prospecting skills, deal qualification, and POV management skills, leading to acquisition of new business.
- Team player with the ability to collaborate well with internal stakeholders or partners to drive opportunities to closure.
- Need to maintain and keep up with market trends, competitor analysis, and market conditions which may impact customers.
- Able to learn quickly and ramp to be able to effectively articulate and differentiate the value of our product to prospective clients.
Employee Benefits
Our competitive benefits packages are designed to support our employees’ well-being, both at work and at home. Our US based employees enjoy:
- Competitive compensation with equity and 401k
- Comprehensive healthcare with dental and vision coverage
- Flexible paid time off and paid holiday time off
- 12 weeks of new parent or family leave
- Personal and professional development resources
For more details on our US benefits, or for information on our international benefits, please see here.
Pay Transparancy
Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company.
At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com
Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.
Base Salary Range
$164,000—$170,000 USD
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